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Regional Sales Manager

Watertown, CA, US

Position Title or Job Classification:  Regional Sales Manager

<span style="font-family:"Trebuchet MS",sans-serif">Terex is a global manufacturer of lifting and material processing products and services that deliver lifecycle solutions to maximize customer return on investment. Terex delivers lifecycle solutions to a broad range of industries, including construction, infrastructure, manufacturing, shipping, transportation, refining, energy, utility, quarrying and mining.  Terex reports in two business segments: Aerial Work Platforms and Materials Processing. Terex offers financial products and services to assist in the acquisition of Terex equipment through Terex Financial Services. For more information about Terex, its products and services, visit www.terex.com and/or www.facebook.com/TerexCorporation.

<span style="font-family:"Trebuchet MS",sans-serif">Terex Utilities is a truck equipment final stage manufacturer of digger derricks, aerial devices and associated equipment for the utility industry, municipals, telecommunications, tree and electrical contractor markets. 


<span style="font-family:"Trebuchet MS",sans-serif">The preferred location for this role will be in California.


<span style="font-family:"Trebuchet MS",sans-serif">The Regional Sales Manager position will develop new and manage existing distribution and direct sales in the Western United States for all products Terex Utilities builds.  Position will manage and lead a direct sales team engaged in all aspects of field based customer service including: distributor development, relationship development, problem solving, communication, territory management, training, and product demonstrations.  Works within boundaries of all corporate policies, guidelines and in support of the Terex Way values. 


<span style="font-family:"Trebuchet MS",sans-serif">Managing Region Sales Team’s Key Tasks:

  • <span style="font-family:"Trebuchet MS",sans-serif">Manage the development of new sales opportunities using the Terex Proven Sales Process.
  • <span style="font-family:"Trebuchet MS",sans-serif">Participate as key member of the commercial sales team by contributing to improvement activities across Terex Utilities.
  • <span style="font-family:"Trebuchet MS",sans-serif">Ongoing research of local market and business activity and identify opportunities
  • <span style="font-family:"Trebuchet MS",sans-serif">Manage, mentor, and lead the West Region sales team to successfully execute regional goals.
  • <span style="font-family:"Trebuchet MS",sans-serif">Manage discount levels and strive to improve company margins
  • <span style="font-family:"Trebuchet MS",sans-serif">Manage sales forecasts and secure sales orders according to goals.
  • <span style="font-family:"Trebuchet MS",sans-serif">Manage the Controlling of expenses per agreed upon budget.
  • <span style="font-family:"Trebuchet MS",sans-serif">Educate sales team on products, service, warranties, and technical support
  • <span style="font-family:"Trebuchet MS",sans-serif">Ensure the sales team has access to parts personnel, field service and other team members as necessary.
  • <span style="font-family:"Trebuchet MS",sans-serif">Demonstrate the Terex Proven Sales Process proper techniques of prospecting, researching, presenting, and quotation and specification writing.
  • <span style="font-family:"Trebuchet MS",sans-serif">Communicate and train the sales team on the features and benefits of equipment.
  • <span style="font-family:"Trebuchet MS",sans-serif">Receive feedback on existing products and services, as well as changes, enhancements and new products.
  • <span style="font-family:"Trebuchet MS",sans-serif">Clearly documenting problems, issues or deviations from the standard programs.
  • <span style="font-family:"Trebuchet MS",sans-serif">Support trade shows and customer demonstrations as appropriate.

<span style="font-family:"Trebuchet MS",sans-serif">Basic Qualifications:

  • <span style="font-family:"Trebuchet MS",sans-serif">A Bachelor’s Degree.
  • <span style="font-family:"Trebuchet MS",sans-serif">8 years of experience in commercial sales.
  • <span style="font-family:"Trebuchet MS",sans-serif">8 years of experience in the principles and practices involved in new business development, product marketing and sales.
  • <span style="font-family:"Trebuchet MS",sans-serif">8 years of experience in initiating sales contacts and completing sales contracts.

<span style="font-family:"Trebuchet MS",sans-serif">Preferred Qualifications:

  • <span style="font-family:"Trebuchet MS",sans-serif">Salesforce experience highly desirable.
  • <span style="font-family:"Trebuchet MS",sans-serif">Travel expectation is an estimated 50-60%.
  • <span style="font-family:"Trebuchet MS",sans-serif">Previous sales experience specifically with utility and/or tree products strongly preferred.
  • <span style="font-family:"Trebuchet MS",sans-serif">8 years of experience in heavy construction equipment sales is preferred.
  • <span style="font-family:"Trebuchet MS",sans-serif">Excellent human relations skills to prepare and deliver formal presentations to customers.
  • <span style="font-family:"Trebuchet MS",sans-serif">Time and regional management practices must be exceptional.
  • <span style="font-family:"Trebuchet MS",sans-serif">Superior follow-up skills and urgency required.
  • <span style="font-family:"Trebuchet MS",sans-serif">Demonstrated ability to build strong business relationships.
  • <span style="font-family:"Trebuchet MS",sans-serif">Basic understanding of Equipment purchase financing.
  • <span style="font-family:"Trebuchet MS",sans-serif">Excellent problem solving skills to develop sales strategies.
  • <span style="font-family:"Trebuchet MS",sans-serif">Proficient in MS Office, MS Outlook and Excel. Knowledge of PowerPoint preferred.
  • <span style="font-family:"Trebuchet MS",sans-serif">Ability to manage a 7 to 10 person team while coordinating activities with a variety of teams.
  • <span style="font-family:"Trebuchet MS",sans-serif">Ability to climb and lift 30 lbs.

<span style="font-family:"Trebuchet MS",sans-serif">Skills:

<span style="font-family:"Trebuchet MS",sans-serif">The candidate should be a proven change agent, who has high intellect, is results-oriented and leads an organization through his/her own inspiration and example. In addition, the candidate must create a very open and transparent environment. Key skills include:

  • <span style="font-family:"Trebuchet MS",sans-serif">Transparency
  • <span style="font-family:"Trebuchet MS",sans-serif">Integrity and Trust
  • <span style="font-family:"Trebuchet MS",sans-serif">Leadership Skills
  • <span style="font-family:"Trebuchet MS",sans-serif">Operational expertise
  • <span style="font-family:"Trebuchet MS",sans-serif">Business acumen including financial awareness
  • <span style="font-family:"Trebuchet MS",sans-serif">Listening Skills
  • <span style="font-family:"Trebuchet MS",sans-serif">Influencing Skills; internal and external
  • <span style="font-family:"Trebuchet MS",sans-serif">Negotiating skills
  • <span style="font-family:"Trebuchet MS",sans-serif">Process management skills.



Location: US-SD Watertown HR 

Department: Sales 

Job ID: 12347 


Terex Overview:

Terex Corporation is a $4.5 billion, publicly traded global manufacturer of lifting and material processing products and services. The company is passionate about producing equipment that improves the lives of people around the world. Terex operations are global, yet each office or factory is a close-knit community. Terex provides team members with a rewarding career and the opportunity to make an impact. The company values diversity and inclusion, safety, integrity, respect, servant leadership, courage and citizenship. It encourages continuous improvement and offers free courses available through Terex University. Women@Terex provides a supportive network for Terex women in their jobs and careers. It’s an exciting time to be part of the expanding manufacturing sector. Terex is a place where you can work and grow. Come talk to us!


Additional Information:

It is the policy of the company to attract and retain the best qualified employees. We are committed to providing employment opportunities to the most qualified internal or external candidate based on work-related factors and without regard to non work-related factors including race, color, religion, national origin, gender, sexual orientation, gender identity, age, disability, or veteran status as a special disabled veteran, Vietnam Era Veteran, or other qualifying veteran.


The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.


Terex Corporation is an Equal Opportunity Employer and Affirmative Action Employer M/F/D/V.